Job Opening:

Divisional Vice President, Mid-Large Markets

ABOUT THE ROLE 

As the DVP of for mid-large market sales at A-LIGN, you are responsible for the strategy and execution of achieving the bookings goals for North America. The ideal candidate is one who has built and led sales teams in the Small, Mid, and Enterprise Software/SaaS space, has a strong track record of closing deals and leading leaders. This role will be critical in assisting the CRO and executive team in developing a robust process to drive sales and have direct oversight of all revenue-generating activities. In this role, you will need to be an expert at positioning business value, selling enterprise software/SaaS solutions, managing complex sales cycles, building relationships with key stakeholders in large corporations and organizational alignment and assignment.


REPORTS TO: Chief Revenue Officer

PAY CLASSIFICATION: Full-Time, Exempt

RESPONSIBILITIES

Strong Leadership and Accountability

  • Take ownership and accountability for all North American revenue targets and sales projections. Ensure the North America sales strategies can exceed aggressive targets and projections
  • Attract, hire, develop, and retain a strong leadership team and individual contributors to build a culture of execution and accountability
  • Proven ability to lead through major change and transformation
  • Ability to adapt to shifting priorities

Create & Reinforce Culture and Talent Development

  • Strong experience building high-performing teams in all segments of the market
  • Ability to create an infrastructure to challenge and develop talent over time
  • Create a system of recognition and rewards based on performance that aligns with the global GTM strategy
  • Maintain a culture of constant coaching and internal improvement
  • Identification of “team fit” and managing out those that are not aligned

Develop Go-to-Market Strategy

  • Determine where we should play, how we will win in North America
  • Determine appropriate mix of sales motion among outside field, inside virtual and partner channel
  • Understand buyer profiles and trend to determine overall value proposition
  • Metrics owned: Revenue, Bookings and EBITDA growth and performance to plan; go-to-market ROI defined as Customer Lifetime Value divided by Customer Acquisition Cost

Create a Growing & Predictable Sales Engine

  • Build a productive sales team who provides value to customers and prospects while achieving highly consistent and accurate forecasts, comprised of highly recurring revenue and long-term customer contracts
  • Hire effective sellers and sales leaders into the optimal organizational structure and train them to achieve their potential
  • Create a culture of high sales performance and recognition, utilizing compensation and budgets to motivate high value selling
  • Build and execute processes and tools necessary to scale the revenue engine
  • Metrics driven: qualified pipeline; win rate; ensuring enough ramped sellers to achieve plan; % reps achieving quota; predictable and consistent forecast

Collaborate Effectively with Stakeholders

  • Report regularly to the company, Board of Directors and investors
  • Work well with our primary private equity owner, Warburg Pincus, embracing and adding to the library of best practice


MINIMUM QUALIFICATIONS

EDUCATION/EXPERIENCE

  • Strong track record of leading and growing a SaaS sales organization who consistently achieved targets, with emphasis on recurring revenue
  • Scaled an organization to at least $100M in revenue and 100+ sellers. 10+ years of experience
  • Expertise in designing or optimizing global channel programs
  • Strong preference with familiarity in the cybersecurity space
  • Led a global team
  • An undergraduate degree - An MBA is highly desirable
  • Ability to work individually as well as collaboratively

SKILLS

  • Fueled by a strong desire to achieve, with a proactive mindset that brings clarity and energy
  • Combines disciplined execution that delivers a predictable engine with strategic thinking able to create cross-functional alignment
  • Learn-it-all vs know-it-all, with strong intellectual curiosity to develop and embrace new best practices and build a “learning” culture
  • Combines competitiveness with empathy
  • Strong mentor and coach
  • High level of personal and professional integrity
  • Exceptional communication skills, evidenced by successful executive level interactions, strong writing and outstanding presentation experience, facilitation, negotiation, and influencing skills.
  • Understanding of current capabilities and the unique positioning in the market
  • Can create a sales team around a single strategy and focus on the execution of that strategy
  • Brings discipline, focus and accountability around top performance indicators

CHARACTERISTICS

  • Uses finesse and discernment when evaluating and navigating the successful areas of the business
  • Defines a successful sales process while also inspiring and building a talented team to deliver its objectives. Cultivating and offering best practices in a collaborative environment
  • Develops strong personal rapport and credibility
  • Maintains an open and supportive culture
  • Builds deep relationships with customers and team
  • Exceptional ability to listen, understand, and communicate customer needs
  • Passion, as well as high integrity, and ethical approach to business

BENEFITS

  • Health, Vision, Dental
  • 401k Employer Matching
  • Merit Bonus
  • Vacation Bonus
  • Parking Allowance
  • Short Term Disability
  • Long Term Disability
  • Life Insurance
  • TSA Precheck Reimbursement
  • Flu Shot Reimbursement
  • Flexible Paid Time Off

A-LIGN is a technology-enabled security and compliance partner trusted by more than 2,400 global organizations to confidently mitigate cybersecurity risks. We work with small businesses to global enterprises with services spanning across SOC, Penetration Testing, PCI DSS, HITRUST, ISO and privacy compliance. Our proprietary compliance management platform is transforming the compliance experience by enabling an anytime, anywhere approach to audits. For more information, visit
www.A-LIGN.com.